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The power of selling.
- Format:
- Book
- Series:
- Open Textbook Library.
- Open textbook library.
- Language:
- English
- Subjects (All):
- Selling.
- Sales personnel.
- Success in business.
- Physical Description:
- 1 online resource : illustrations (some colour).
- Updated irregularly.
- Distribution:
- Minneapolis : Open Textbook Library.
- Place of Publication:
- Arlington, Virginia : Saylor Academy, [2012]-
- System Details:
- Mode of access: World Wide Web.
- text file
- Summary:
- "The Power of Selling is the perfect textbook to teach students about the proven process of selling. More important, it teaches students how to apply the tenets of selling to how to sell themselves and get the job they want, with the same process professional sales people learn (or brush up) on their own selling skills. What makes someone successful in sales? Are great sales people born or made? Is there one magic selling process, or does the process change based on the business, or the customer? How can the selling process really come alive for students in the classroom? How do students learn how to sell for life, not just for a course? The Power of Selling answers these questions and makes the principles of selling come alive."--Open Textbook Library.
- Contents:
- The power to get what you want in life
- The power to choose your path : careers in sales
- The power of building relationships : putting adaptive selling to work
- Business ethics : the power of doing the right thing
- The power of effective communication
- Why and how people buy : the power of understanding the customer
- Prospecting and qualifying : the power to identify your customers
- The preapproach : the power of preparation
- The approach : the power of connecting
- The presentation : the power of solving problems
- Handling objections : the power of learning from opportunities
- Closing the sale : the power of negotiating to win
- Follow-up : the power of providing service that sells
- The power of learning the ropes
- Entrepreneurial selling : the power of running your own business
- You've got the power.
- Notes:
- Includes bibliographical references.
- This bibliographic record is available under the Creative Commons CC0 "No Rights Reserved" license.
- Description based on online version, v. 1.0, 2012; Title from OTL website (viewed on July 27, 2016)
- ISBN:
- 1936126001
- 9781936126002
- OCLC:
- 954038618
- Access Restriction:
- Open Access Unrestricted online access
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